February 2013 Professional Agent

professional agent FEBRUARY | 2013

Wh at’s Inside?

New Members. . ....................14 Create the Soundtrack of.......16 Your Sales Career Keys to Peer Leadership........22 YPC Scholarships..................25 Available Excess & Surplus Lines......... 26 Why Retirees are.....................30 Holding Off 10 Tips to Support New..........34 CSR Success Automation Corner..................36 Coming Events.. .....................38

www.piaw.org

Acquisition Strategy

#11

LOSS CONTROL SERVICES

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www.emcins.com © Copyright Employers Mutual Casualty Company 2011 All rights reserved

2 FEBRUARY 13

From the

President Tracy Oestreich, CIC, CPIA, AU — President, PIA of Wisconsin

Success is a Choice — What is your Echo?

Now that we are more than a full month into our “New Year”, are your 2013 New Year resolutions about burned out? It can be tough staying optimistic with so much negativity going around at times. “We spend January 1 walking through our lives, room by room, drawing up a list

Our life is simply a reflection of our actions.

If you want more love in the world, create more love in your heart.

If you want more competence in your team, improve

of work to be done, cracks to be painted. Maybe this year, to

your competence.

balance the list, we ought to walk through the rooms of our

This relationship applies to everything, in all aspects

lives…. Not looking for flaws, but for potential.” (By Ellen

of life;

Goodman)

Life will give you back everything you have given to it.

I am focusing on forming the habit of reading every day about our industry and profession by reading magazines, websites, journal articles, etc…I came across something I would like to share. It comes from a website I subscribe

YOUR LIFE IS NOT A COINCIDENCE. IT’S A REFLECTION OF YOU! What is your echo?

to called “T4D – Thought For the Day”, authored by Kirk

We must ask ourselves what do we truly want it to be.

Weisler. With Kirk’s permission, read this “T4D – Thought

Then we must, with great courage yell it loudly from

For the Day”:

the tops of the mountains with all the strength and hope

Echoes

of Excellence – What’s Your Echo?

A son and his father were walking in the mountains.

Suddenly, his son falls, hurts himself and screams: “AAAhhhhhhhhh!!!”

To his surprise, he hears the voice repeating, somewhere in the mountain: “AAAhhhhhhhhh!!!”

Curious, he yells: “Who are you?”

that we have. And we must have faith that it will echo back to us. “Act the way you want to be, and soon you will become the way you act.”

As we choose the way we want to be, we will soon become a reflection of our choices.

Stay committed to your goals. Remember, if you do not accomplish what you set out to do, you did not fail, instead you just quit trying. Speaking of commitment,

Angered at the response, he screams: “ Coward!”

your PIA association stands committed to its members.

He receives the answer: “Coward!”

our strengths, all will benefit. PIA will continue to be an

He looks at his father and asks: “What’s going on?”

The father smiles and says: “My son, pay attention.”

And then he screams to the mountain: “I admire you!”

The voice answers: “I admire you!”

Again the man screams: “You are a champion!”

The voice answers: “You are a champion!”

The boy is surprised, but does not understand.

We understand that by working together and sharing aggressive advocate on behalf of all its members. As an organization, PIA will remain fully engaged in legislative and regulatory advocacy. PIA will continue to provide tools our members can use to grow and enhance the profitability of their agencies and/or their companies.

One final item: Did you know our PIA of Wisconsin Young Professionals committee will award TEN $2500 scholarships later this year to high school seniors and college juniors or seniors? We are committed to attracting young professionals to our industry with $25,000 in scholarships!!! Check out the

Then the father explains: “People call this ECHO, but

PIAW website – www.piaw.org – for all the details and rules.

really this is LIFE.

Applications are due by April 1, 2013. Spread the word!!

It gives you back everything you say or do.

Happy Heart day to you all.

FEBRUARY 13 3

Memos from

Madison Ron Von Haden, CIC — Executive Vice President, PIA of Wisconsin

New Flood Insurance Flyer GROWTH & PROFITABILITY are two words vital to any

premiums will increase, not just because of the new Base

insurance agency. PIA has released a new “members only” benefit that will help you track and project personal lines business growth and profitability on a five year basis.

Flood Elevations but also because of efforts to make the

This new tool, titled “Closing The Gap – Growth & Profit” is a product from the PIA Partnership program and is available to members at http://agency-growth-profit.com.

certainly be complaining about the increases.

You can create various scenarios based on retention, premium rates, account rounding and sales goals for auto and homeowners products and the calculator will provide profitability projections. This is a great management tool for all agencies that prefer to pro-actively plan for their future rather than simply hope their agency will produce a profit.

customers and prospects. The simple title of “Why is my

The Partnership is a cooperative program of PIA National and several insurance companies that work together to research and develop tools and resources designed to benefit independent agencies. In the past they have produced several tools to help PIA members operate more professionally and profitably.

increases are not your fault.

that will affect you and your clients? You should be! As a result of tremendous losses from past hurricanes and floods in the U.S. and now with the losses from hurricane Sandy in New York and New Jersey, Base Flood Elevation maps are being redrawn across the country. In addition to the effect on flood zone determination, governmental entities may place building restrictions and mitigation programs in place due to new elevation determinations.

How will this affect rates and premiums? Rates and

[

of premium by the flood program. Your customers will So, how can PIA help? We have developed a FREE, single page, easy-to-understand flyer for you to give to flood insurance premium increasing” says it all. Just like the recently released “Why are my homeowners insurance premiums increasing” brochures that are being used by hundreds of members, the new flood insurance flyer is an excellent tool to help clients understand that the rate You can access the new flyers in a generic format (i.e. brought to you by a Professional Insurance Agent) or a format that you can customize with your agency information. Go to www.piaw.org and click on Member Benefits, then scroll down to the flood insurance brochure on the left side menu of products. Print as many as you want. They look much better if printed in color than in black and white!

Another benefit of your PIA membership. Remember these items when you get ready to write your dues investment check in a couple months!

AND REMEMBER ….. A word to the wise isn’t necessary— it’s the stupid ones that need the advice.

Correction to January PIA Magazine reference: Rep. Melissa Agard Sargent (D-Madison) 48 th District is a small business owner who is serving her second term as a Dane County Supervisor. She is a UW-Madison graduate.

4 FEBRUARY 13

[

ARE YOU AWARE of changes to the flood insurance program

rates actuarially sound and to lessen the heavy subsidation

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Hear what our associates are saying about our focus on agents and our great commissions!

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Or

Scan this with your Smartphone QR Reader App.

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This is just a sampling of the quality carriers Couri represents.

Interested in becoming part of the Couri family? Visit our website, couriagents.com or give Steve Albinger a call at 800-444-1215.

FEBRUARY 13 5

From the

Boardroom

By Steve Rodgers, Premier Insurance Services — Director, PIA of Wisconsin

Times are a Changing — What about your Perpetuation Plan?

When I first started in this business in 1974, clients, family, and friends would tell me that I better watch out because time would fly by, and days would go fast. Being twenty at the time, I thought “yeah, right”, and that I had plenty of time to enjoy my career and life. Wow, thirty-eight years later, has my prospective changed.

If you are an agency owner, with time seemingly moving faster and faster, do you have an Agency Perpetuation Plan in place; do you keep it updated; or have you even considered one? Having gone through a recent agency sale, and knowing other friends as well that have sold; there really needs to be a well thought out, and well-timed perpetuation plan in place. Setting up a perpetuation plan does not mean you need to retire tomorrow, but it does offer an agency owner the opportunity to get a much better value for his or her agency.

So many times throughout my career, I have heard sad stories about agency owners suddenly becoming very ill, or die, leaving a spouse or staff to fend for selling an agency under the worse circumstances, and for lower value.

Many insurance companies are now concerned about the aging independent agency owner population, and are requesting updated information on how your agency is prepared for perpetuation. Also, plenty of insurance companies are offering assistance in setting up perpetuation by holding various seminars, and offering individual consultation with experts.

6 FEBRUARY 13

I attended one such seminar sponsored by Auto-Owners Insurance Company several months ago, and it was an excellent program. I am sure there are many other companies offering the same type of programs.

Don’t forget about resources offered by PIA. “Perpetuation Central”, located on the PIA National website, is an online reference and resource center for agencies as they plan and take steps to implement agency perpetuation, or other forms of agency ownership transfer. This is a service included as part of your PIA membership. Go to www.pianet.org and click on The Partnership. Members can access it, nonmembers cannot. Also, PIA of Wisconsin has some excellent relationships with experts like Attorney Tim Fenner; or John Dismukes, who specialize in agency valuations and agreements.

And last but not least, talk to your fellow PIA members.

When I decided to check out things before selling, there were PIA members that provided a ton of valuable information. Whether you are attending the convention, seminars, or getting involved with PIA committees, tap into your fellow members, as they are excellent sources.

I am fond of saying: “Why reinvent the wheel!” Use the great knowledge you can gather from your fellow agents, PIA Organization, and company people. “Perpetuate” your business today.

WISCONSIN PIA IS A PROUD SPONSOR OF THE CPIA DESIGNATION PROGRAM The PIA of Wisconsin is a proud sponsor of the Certified Professional Insurance Agent (CPIA) professional designation program. The CPIA designation is comprised of a series of Insurance Success Seminars. These three, one-day workshops teach practical "before", "during", and "after" the sale techniques for insurance producers, sales managers, account managers and company marketing representatives.

Participants leave with ideas that will produce increased sales results immediately. In fact, The Insurance Success Seminars are guaranteed: Implement the principles covered in these sessions and experience a 20% increase in personal production within six months, or your registration fee will be refunded!

To maintain the CPIA designation, CPIA’s must fulfill an update every two years by attending an Agency Management Boot Camp, or attend one of the core Insurance Success Seminars, or attend a Pro-to-Pro Retreat, or maintain an active membership in the AIMS Society.

The AIMS Society is a national organization dedicated to providing interactive marketing and sales training, ongoing resources and networking opportunities to insurance professionals.

You can attend the CPIA courses in any order. No Test. Approved for 7 Wisconsin CE credits.

CPIA 1 - Position for Success

CPIA 2 – Implement for Success

CPIA 3 - Sustain Success

During this program, participants are encouraged to focus on internal and external factors affecting the development of effective business development plans.

Factors discussed include a review of the state of the insurance marketplace; analysis of competitive pressures; necessary insurance carrier underwriting criteria; and consumer expectations and understanding.

During this session participants will be provided with specific tools for analyzing consumer needs; will learn to utilize risk identification techniques to gather pertinent prospect information; will develop skills necessary to assimilate information gathered into a customized protection program; and will participate in exercises designed to promote effective delivery of proven solutions.

This program focuses on fulfilling the implied promises contained in the insuring agreement. Students will review methods of providing evidence of insurance coverage; will discuss policies and procedures for controlling errors and omissions including policy review and delivery, endorsements, claims-processing, and handling of client complaints. This course includes a review of the Professional Expectations; the Law of Agency; and Legal and Ethical Standards.

CPIA 2 – May 1, 2013 CPIA 3 – September 11, 2013

Radisson Kelmann Corporation CPIA CPIA11 - November 9, 2011 CPIA 2 - February 15, 2012 CPIA 3 - August 1, 2012

Green Bay, WI Wauwatosa, WI Radisson Marriott Madison West Grand Geneva Resort Fall 2012 Paper Valley Hotel Appleton, WI Middleton, WI Lake Geneva, WI Dates to be Announced Course Schedule 8:30 a.m. - 4:30 p.m.

8:30 – 4:30 Lunchp.m.

On Your Own 12:00 p.m. - 12:45 p.m.

Feenot perinclude Seminar: Fee PerRegistration Course (does lunch): PIA Member $155.00 / Non Member $190 Includes Materials, Coffee in the AM & Soda in the PM at > PIA Member $155.00 or call PIA at 1-800-261-7429 Register www.piaw.org > Non Member $190.00 Register at www.piaw.org or call PIA at 1-800-261-7429 FEBRUARY 13 7

OCI Administrative

Actions Ted Nickel — Commissioner of the Office of Insurance

Madison, WI—OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci.

OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this tollfree telephone number: 1-800-236-8517.

Allegations

and

Actions Against Agents

Roger R. Anderson, 2114 Cumming Ave., Superior, WI 54880, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

James J. Butler, 1417 Yates Ave., Beloit, WI 53511, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct.

Paul Cromar, 1739 Farrow Dr., Rock Hill, SC 29732, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to disclose a criminal conviction and an administrative action on a licensing application and a lawsuit or arbitration involving allegations of fraud, misrepresentation, misappropriation or breach of fiduciary duty.

Siddharth Dhawan, 3332 Virginia St., Miami, FL 33133, had his application for an insurance license denied. This action was taken based on allegations of having a lawsuit or arbitration involving allegations of fraud, misrepresentation, misappropriation or breach of fiduciary duty, as well as failing to provide proof of eligibility to work in the United States required for licensure.

Linda F. Dickens, 7084 N. 43rd St., Milwaukee, WI 53209, had her request for a waiver of the continuing education requirements denied. This action was taken based on allegations of failing to submit required information to OCI in a timely manner.

Darrell Clarke Fields, 9980 E. Villa Cir., Vero Beach, FL 32966, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Florida on a licensing application and having a criminal 8 FEBRUARY 13

conviction which may be substantially related to insurance marketing type conduct.

Roy Flynn, 570 Dugwell Rd., Boones Mill, VA 24065, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct.

David Smith Folmar, 3108 Bryn Mawr Dr., Dallas, TX 75225, had his application for an insurance license denied for 31 days. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application.

Janet Marie Fowler, 160 S. McCarthy Rd., Appleton, WI 54914, had her insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

Tiffany Michelle Gillespie, 417 Rawls Cir., Irving, TX 75061, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident surplus lines licensure.

Alonzo S. Greene, 6111 S. Elizabeth, Chicago, IL 60636, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to pay past child support due.

Robert I. Henson, 2047 Basten St., Apt. D, Green Bay, WI 54302, had his insurance license revoked. This action was taken based on allegations of failing to pay a $2,000 forfeiture when due.

Benjamin R. Hoffman, 1028 Weinkauf Rd., Edgar, WI 54426, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due. [continued on page 10]

RELAX. WE’VE GOT YOUR BACK.

FOR ALL

THAT MATTERS

www.acuity.com facebook.com/acuitywow

OCI Administrative Actions [continued from page 8] David S. Humphrey, 17100 W. Bluemound Rd., Ste. 202, Brookfield, WI 53005, had his insurance license revoked.

This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

Leigh F. Joost, 331 N. 50th St., Milwaukee, WI 53208, agreed to pay a forfeiture of $1,000.00 and not to submit an insurance application if the insured has not signed the application. This action was taken based on allegations of signing a signature on a document without proper authority.

Keely Rhonda Klemm, 504 Rookery Ct., Mckinney, TX 75070, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having a criminal conviction which may be substantially related to insurance marketing type conduct.

Kyle Matthew Larimore, Tranzsubco I Corp., 555 Metro Pl. N., Dublin, OH 43017, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide required proof of resident state licensing.

Renisha M. Lattimore, 10522 Madison Park Dr., Charlotte, NC 28269, had her application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide required proof of resident state licensing.

Matthew G. Maurer, 1574 Citation Ln., Neenah, WI 54956, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI, failing to complete the fingerprinting requirement, and having a criminal conviction which may be substantially related to insurance marketing type conduct.

Jorge Moreno, 4607 S. 2nd St., Louisville, KY 40214, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Wisconsin and Colorado on an insurance license application, failing to respond promptly to inquiries from OCI, failing to provide proof of eligibility to work in the United States, and having a criminal conviction which may be substantially related to insurance marketing type conduct.

Larry W. Oberheu, 8741 W. 141st St., Orland Park, IL 60462, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide required proof of resident state licensing.

Todd P. O’Brien, 9305 S. 29th St., Franklin, WI 53132, had his application for an insurance license denied. This action was taken based on allegations of a criminal conviction which may be substantially related to insurance marketing type conduct and providing misleading information on a licensing application.

10 FEBRUARY 13

Christopher T. Paige, 13 Walker Dr., Madison, WI 53714, had his application for an insurance license denied. This action was taken based on allegations of a criminal conviction which may be substantially related to insurance marketing type conduct and providing misleading information on a licensing application.

Christopher J. Pierson, 1732 Summerset Dr., Apt. 201, Racine, WI 53406, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and having criminal convictions which may be substantially related to insurance marketing type conduct.

Patricia A. Samuels, 177 Sycamore Dr., Apt. 308, Park Forest, IL 60466, had her application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and involvement in a bankruptcy proceeding.

Wafeek A. Shalabi, 11320 W. 157th St., Orland Park, IL 60467, had his application for an insurance license denied. This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to provide evidence of resident surplus lines licensure.

Bruce Jeffrey Steiger, 4800 NW 91st Way, Coral Springs, FL 33067, had his application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and involvement in a bankruptcy proceeding.

Mary R. Stilling, N1084 Westside Rd., Lake Geneva, WI 53147, had her application for an insurance license denied.

This action was taken based on allegations of failing to respond promptly to inquiries from OCI and failing to pay Wisconsin delinquent taxes due.

David J. Vanderschaaf, 828 Iroquois Cir., Baraboo, WI 53913, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose an administrative action taken by the state of Wisconsin on a licensing application, failing to respond promptly to inquiries from OCI, and failing to pay Wisconsin delinquent taxes due.

Randall W. Wedde, 96 Sunset Dr., Clintonville, WI 54929, had his insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

Raymond Young, 1527 Seven Pines Rd., Springfield, IL 62704, had his application for an insurance license denied.

This action was taken based on allegations of having a criminal conviction which may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI. [continued on page 35]

NEW CICs

The Certified Insurance Counselors (CIC) Program has been the insurance industry’s premier, proven source for practical, real-world education since 1969.

For insurance professionals everywhere, the 20 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers. Are you ready to challenge yourself?

Robert Baumgartner, CIC, LUTCF Rural Mutual Insurance Two Rivers, WI

Wendy Beck, CIC, CISR, AINS West Bend - A Mutual Insurance Co. West Bend, WI

Susan Boll, CIC Boll Insurance Group, LLC Waupaca, WI

Bobbie Collies, CIC, AIS Society Insurance Fond du Lac, WI

Jonathan DeSalvo, CIC, ARM

Danielle Raether, CIC

M3 Insurance Solutions, Inc. Madison, WI

American Family Insurance Madison, WI

Ryan Jenness, CIC

Sonia Rodgers-Davis, CIC

Adams Insurance Service, Inc. Milwaukee, WI

Schwarz Insurance Agency, Inc. Prairie du Sac, WI

Elliot LePoidevin, CIC

Kemmy Stickney, CIC, CPCU

Arthur J. Gallagher RMS, Inc. Brookfield, WI

Erie Insurance Brookfield, WI

Joseph Palumbo, CIC

Katie Unbehaun, CIC, AAI, CLCS

Ironshore Insurance St. Louis, MO

Cottingham & Butler, Inc. Dubuque, IA

HOUSTON INTERNATIONAL INSURANCE GROUP Imperium Insurance Company Houston Specialty Insurance Company Oklahoma Specialty Insurance Company Great Midwest Insurance Company All carriers are rated A– or better by AM Best.

800 Gessner, Suite 600 ⋅ Houston, TX 77024 ⋅ 713.935.7400 12 FEBRUARY 13

Š 2013 Society Insurance

One experienced employee.

Small detail. Big difference.

On average, Society underwriters remain with the company for more than 10 years, giving you the full benefit of our knowledge and expertise. Meanwhile at other insurance companies, the position is more likely to turn over a few times.

And when you’re a busy agent trying to get the job done right, that can feel like a few times too many. If you agree that details like these can make a big difference, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

FEBRUARY 13 13

new MEMBERS

PIA of Wisconsin

AGENCY Bob Insurance.com LLC Racine, WI

Business Insurance Group Rhinelander, WI

Community First Insurance Center Appleton, WI

Fishbowl Insurance Agency Siren, WI

Gile Real Estate & Insurance Agency LLC Cuba City, WI

Giuffre and Associates, Inc.

COMPANY Merrimac Lodi Mutual Insurance Company

King Insurance Agency Malone, WI

Mader Insurance Services, LLC Brookfield, WI

O’Brien Insurance Agency, Inc. La Crosse, WI

Peter Fassbender Agency Inc.

Prairie du Sac, WI

ASSOCIATE Lake Country Brokerage LLC Pewaukee, WI

Sun Prairie, WI

Richter Agency, Inc. Pewaukee, WI

Weber Insurance Agency Inc. Algoma, WI

Montello, WI

Attention Utica E&O Policy Holders:

Through a new partnership with Vertafore, PIAW is offering FREE access to Sircon online licensing and continuing education management services.

The following PIAW education classes are approved for Utica’s premium discount.

Please contact Darcy at PIA for details.

1-800-261-7429 or dbrown@piaw.org

Login to: www.piaw.org and get started today!

USING SIRCON SERVICES, YOU CAN: • APPLY FOR A LICENSE • RENEW YOUR LICENSE • LOOK UP AVAILABLE COURSES • CHECK LICENSE RENEWAL STATUS • CHECK LICENSE APPLICATION STATUS • REQUEST A LETTER OF CERTIFICATION CERTIFI • UPDATE YOUR NAME OR ADDRESS • FIND YOUR LICENSE NUMBER/NPN • CHECK YOUR STATUS WITH A STATE • MAINTAIN YOUR FIRM ASSOCIATION • UPDATE YOUR ADDRESS • UPDATE YOUR EMAIL ADDRESS • PRINT YOUR LICENSE © 2011 Vertafore, Inc. Vertafore, the Vertafore logo and design, Unleash your potential, and the Vertafore trademarks listed are owned by Vertafore, Inc.

14 FEBRUARY 13

• Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • PIAW Ethics and E&O Seminars • PIAW Conducted In-House Seminars

Education Schedule: www.piaw.org or 1-800-261-7429

NATIONAL HEALTH CARE REFORM! 3 DAYS ONLY – SPACE WILL GO QUICKLY

WWW.PIAW.ORG

Register your key business clients, your client’s attorneys, CPAs and human resource personnel.

National expert, Jerry Rhinehart, CIC, CLU, ChFC, RHU, will address the following questions and much more!

Delete text and place photo here.

NATIONAL HEALTH CARE

4 WI CE CREDITS 8:00 – 11:45 a.m.

May 14 Holiday Inn - Rothschild May 15 Radisson - Green Bay May 16 Paul Davis Restoration – Milwaukee

How will the Affordable Care Act affect me, my family and my business?

What will a health insurance plan look like in 2014? What will it cover and for what policy limits?

Are there taxes, fees and penalties that my impact me and a business?

As a business owner do I have to provide health insurance for my employees?

What might happen to a business owner if they provide a plan now but stop in 2014?

It is possible to have a penalty even if a high quality health insurance plan is provided to the employees?

Will income paid to employees impact potential penalties that could be levied on the business owner?

I have heard a lot of conversation about the “Exchange”, what it is and how might if effect me?

PIA Members and Guests $65 each Non Members and Guests $90 each Fee includes continental breakfast & program.

*******************************One form per attendee please, plus non-licensed guest/s.*************************** ______May 14

______May 15

______May 16

Total Amount Enclosed $________

Full Name_____________________________________________Nick Name ____________________________ Agency/Company ____________________________________________________________________________ Address__________________________________________City_______________State__________Zip _______ Phone__________________________________Cell or After Hours ____________________________________ Email___________________________________________WI License Number __________________________ Guest/s Name____________________ ______________________ ________________________ _____Check Payable to PIA _____ M/C

_____ Visa _____ AMEX _____ DIS

Card #_______________________________________________________ Exp. Date ______________________ Return to: PIAW, 6401 Odana Rd., Madison, WI 53719 Fax: 608-274-8195 Register online www.piaw.org Confirmation will be emailed upon receipt of registration. No refunds without 7 days notice, substitutions only.

Call PIA for assistance. 1-800-261-7429 FEBRUARY 13 15

Pump Up The

Volume

Create the Soundtrack of Your Sales Career

By Victor Arocho

All salespeople know that making a sale involves much more than a simple conversation with a prospect. In fact, the number of things the average salesperson has to do to close a deal can be staggering. There’s prospecting, information-gathering, research, cold and warm calling, sending emails and traditional marketing materials, doing pitches and demos, performing follow up, and a host of other activities. As a result, it’s easy for salespeople to get burned out and unmotivated.

B

But success in any type of sales environment depends

1. Music to Motivate

on having the proper mindset, and that includes being

Realize that music is much more than just background noise. Studies conducted by sports psychologists have determined that music has a great impact on an athlete’s performance level. In fact, Dr. Costas Karageorghis, a sports psychologist at Brunel University, found that synchronous music (music that has a clear and steady beat) elevates a person’s performance by 20 percent, whereas asynchronous music (melodic background music) calms the nerves of people by as much as 10 percent. If the right kind of music can help improve athletic performance (which also requires a lot of mental stamina), it can certainly help improve sales performance as well.

motivated, inspired, educated, and pumped up to perform all aspects of the sales cycle—even the parts you don’t like.

So how do top salespeople keep the proper mindset to continually outperform their peers? Often, it all comes down to the messages they feed their brain.

Let’s face it. Success in sales is 90% mental. If you can keep your mindset positive and stay motivated to do the things you need to do every day, you’ll not only make more sales, but you’ll also enjoy doing it. If you’re ready to take your sales career to the next level, then it’s time to create your personal sales success soundtrack. Following are the three elements to include in your soundtrack so you can stay motivated and sell more.

16 FEBRUARY 13

Therefore, create a playlist for all aspects of the sales cycle.

For example, prior to a prospecting meeting, listen to “Let’s Get It Started” by The Black Eyed Peas. When you’re about

to do demo or a sales pitch, listen to Survivor’s “Eye of the Tiger.” Immediately after closing a sale, listen to “Party Rock Anthem” by LMFAO. And when you’re feeling low and unmotivated to do anything, listen to Eminem’s “Lose Yourself,” a song about putting your best self out there, being a serious risk-taker, and overcoming your fears of failure.

Pick a few songs that motivate you for each aspect of the sales process and listen to those songs at the appropriate time so they anchor you in the moment.

2. Stay Inspired

podcast programs, and downloading audio books on sales and general business topics.

And when it comes to educating yourself, remember that not everything is digital. One good technique is to listen to an audio book and read the printed book at the same time. As you hear things that resonate with you, you can highlight it in the printed version and bookmark certain pages you want to reread later. The key is to never stop learning. Experience can’t always come to you; sometimes you have to go out and seek it.

Staying motivated is certainly important, but sometimes you just need some inspiration to keep your spirits high. This is when listening to uplifting stories, religious and spiritual verses, or inspirational quotes can help. Inspirational stories and messages give you mental discipline and can help you sort out tough business challenges by giving you a fresh perspective.

Winning the Greatest Game of All

You can find many inspirational books in audio format so you can listen to them on the go, as many salespeople are these days. You can even find many “classic” inspirational sales messages in audio form from well known greats like Zig Ziglar, Tony Robbins, and Dale Carnegie. The options for inspirational messages are virtually limitless.

mental agility, so that means you have to continually keep

3. Educate Yourself Often

The sales profession can be stressful and challenging…but it can also be rewarding and profitable. No matter what you sell, you have to be able to respond to clients and be spontaneous.

You have to be able to think outside your box and be able to add value. It’s definitely a profession that requires sharp your mind in tiptop shape. When you listen to music, inspirational messages, and educational subjects on a daily basis, you’re keeping your mind well-fed and well-rounded so you can always be at the top of your game. And that’s where you’ll find the real success and profits in your sales career.

Would you want to send your loved one to a doctor who graduated from Harvard Medical School in 1971 but who hasn’t done any continuing education since then? Of course not! You’d want a doctor who not only went to a prestigious school, but who also stays abreast of the latest medical innovations and technologies. Your clients expect the same level of continuing education from the salespeople they work with.

About the Author

But sales education doesn’t always come from a classroom.

For busy salespeople, education can come from listening to “how to” type sales trainers, tuning in to business radio and

passionate and strategic style of sales, Victor has assisted others in

Victor Arocho is a sales development expert, sales trainer and managing partner with Potential Sales & Consulting group.

He specializes in exponentially growing sales by bringing accountability to the sales process and crafting a sales culture of success. His numerous career highlights include tripling a publicly traded organization’s profits within 24 months. With his growing their business and achieving their revenue potential. To learn more about Victor, please visit www.victorarocho.com.

FEBRUARY 13 17

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Keys to Peer

Leadership

A

an unlikely source

by Kevin E. O'Connor, CSP

As a small business CEO observed a window washer at the Atlanta airport one day, she asked what she thought to be a straightforward question, “What’s the secret to window washing?”

“No secret, ma’am,” the window cleaner said as he continued working. “I just focus on keeping on with my tools and my experience. I keep on going.”

The master continued working with repeated, slick motions, his tool remaining fixed to the glass, and leaving not one smudge. Then, true to his word, he kept on going.

When the CEO asked what was in the blue water, the cleaning professional smiled and said, “I can’t tell you that! If you knew that, you could do my job!” Then, before attacking another pane, he said, “It is very special, though.”

When a professional window cleaner uses just the right combination of resources—minimal tools; years of experience; a flowing, non-stop motion; and a secret concoction of suds—his or her work is efficient, engaging, and looks natural—perhaps easy—to those who observe.

Unlike the window washer, many team leaders don’t find their work to be efficient, easy or appear natural.

These leaders often do not have degrees in leadership; they are promoted because they are very good at their jobs. Their former colleagues and friends now report to these “peer leaders.”

There is a skill to leading your former peers without encountering resistance, resentment and regret. When your toolbox contains a simple collection of thinking, communicating, and acting that is coherent, ordered and intentional, your leadership appears as if it is natural.

When you’re charged with leading a team of your peers or former peers, the right combination of resources makes all the difference. The following techniques should be at the core of every peer leader’s toolbox.

22 FEBRUARY 13

1. Minimal tools keep you focused.

The most effective leader uses only one tool: his or her personality. One great peer leader uses his thirst for understanding and information. When a member of his team enters his office, he asks that person to be the teacher while he plays the role of student.

“Any questions I ask are merely a student asking,” he explains. “Then, I never use the words ‘I’ or ‘you’…I only use the words ‘we’ and ‘us.’ I want them walking out of my office feeling better than when they walked in.”

By using the mindset of education, the pressure is removed from his “teacher” so that no question is off limits. This philosophy sets the tone for education and teamwork.

If, instead, he were to use his intellectual curiosity to demonstrate that only he knew the correct answer, he could face resentment. The best peer leaders learn to harness their personality to inspire trust and teamwork.

2. Experience gives you credibility.

Just as window washers have well-exercised wrists, your team wants to see that you still need and relate to them.

While your team is working to create the next product, researching relevant case law, or driving across town at a moment’s notice to meet with a customer, they want to know that you’re there with them. Sometimes that means that they want your hands working alongside theirs, and sometimes it just means that they want to know that you understand their daily routines, frustrations and joys. Regardless of which approach your team members prefer, they want you to guide them in the next, and right direction.

Your team will remember that you were there with them when you encourage. Today’s culture makes it easy for bosses to find faults, but you will have much greater influence when you frequently ask this question of your team members: “You know what I liked about what you did (or said)?” Be relentless as you look to find the ways that their input, skills and contributions have benefited the entire team. This is always of interest to the receiver; no one has ever responded, “No, I don’t want to know what you liked!”

3. A flowing, non-stop motion is very intentional.

There are few things more beautiful than a leader who knows how and when to listen and where and when to speak; the times to agree and those to dissent; when to stay with the group and those other times when to go out on a limb. Just as the window washer intentionally follows a specific pattern, the successful leader never allows these moments to be chance events. Instead, they are always intentional. While employees sometimes want to be inquisitive, your peers want to be connected with you. With

intimacy comes great trust and loyalty.

A consistent engagement with your team on a personal level (within the business environment) turns your role from that of a boss to one of a fearless leader, mentor, and teacher. This intimacy comes when you go beyond their favorite sports team to learn about their childhood passions, when you understand their family’s immigration experience deeply affected their outlook on international business, and that their self-directed nature comes from their Eagle Scout training. To the inexperienced leader, these characteristics are mere factoids. The best peer leaders know that an understanding of these experiences and traits lead to unbreakable loyalty, an impassioned work-ethic and—most importantly to the company’s owners—higher profits.

4. Your secret formula keeps you ever useful.

Famous chefs sometimes share their secret recipes, for they know what many of us have learned after carefully following the same recipe three times: there are just some techniques that can’t be explained with words. Food rarely tastes the same way twice and rarely as good as it does in your favorite restaurant!

The window washer humorously refused to share the ingredients in his bucket for fear of being replaced. The best peer leaders are afraid that their talents and “secret concoction” may go unused, so they focus on how their team is furthering the company’s mission. When leading a group of your peers, you must have a firm hold on the secret formula that lies within you. Ask your team members what they believe to be your “secret sauce,” and be ready to listen without judging their responses. You may find that your team wants you to talk more at meetings, even though you might think you talk too much. Your team may want you to consult them but ultimately make a firm decision, while you may lead by consensus for you fear making decisions alone.

When your team tells you what they want, find a way to do what they have asked!

Dolly Parton said, “Figure out who you are and then do it on purpose.” All of what you do as a leader must be naturally intentional, obviously purposeful, yet elegantly skillful.

About the Author Kevin E. O’Connor, CSP, is a facilitator, medical educator, and author. He focuses on teaching influence to scientific and technical professionals who are charged with leading teams of their former peers. He presents and coaches over 175 times per year around the world to corporations, individuals, associations and nonprofits about how to move teams from conflict to consensus. His latest book, Fearless Facilitation, is due out in 2013. For more information, please visit www.kevinoc.com.

FEBRUARY 13 23

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M oving s ome s t a n d a r d

Business to

the Excess & Surplus Lines Market?

Curtis M. Pearsall, CPCU, AIAF, CPIA President, Pearsall Associates Inc. and Special Consultant to the Utica National E&O Program

As the market continues to harden, you will probably find most of your standard markets modifying their underwriting guidelines. This could mean that some of your standard market accounts will be non-renewed and your agency will need to find them a new home. This new home could very well involve the Excess & Surplus Lines marketplace.

T

The E&S market has served a vital role in our industry for many years. While activity in the E&S market normally is fairly busy, it increases significantly during a hard market.

As a result, there are a number of issues to keep in mind.

The application While wholesalers will typically accept ACORD applications for most of their business, there will be some classes of business where the carrier will want its own application completed. Contact your wholesaler in advance and ask if there is a specific application needed. This initial contact could play an important role down the road.

The timeline Give your wholesaler plenty of time with the submission. If the wholesaler has questions, respond quickly and accurately.

In many situations, the wholesaler may have the “pen” for that market, so the submission can be turned around quickly.

In other situations, it may take upwards of 60 days. If you are unsure whether your other standard markets will be interested in the account, it is best to get the application into the E&S market. This additional time period might be needed based on the type of account.

market. Review the proposal and don’t hesitate to ask for a specimen policy if the forms are unfamiliar to you. One endorsement to look for is the Classification Limitation Endorsement. This form, commonly found on GL policies in the E&S market, is a potential E&O headache.

This endorsement essentially restricts coverage under that policy to only those classifications noted on the policy. For example, if you insure a carpenter, the coverage would state only claims arising from carpentry would be covered. If the carpenter does some drywalling, there would be no coverage for this exposure unless the policy was modified accordingly.

Look for this form and, if it is included on that particular policy, advise your customer in writing of this limitation.

Explain that if the customer performs any work outside the stated classifications, there is no coverage and the agency should be contacted before undertaking this additional work.

Document this discussion in writing back to your customer.

Lack of authority to bind

The proposal

In the standard marketplace, agencies will usually have some type of binding authority guidelines. In the E&S market, because your agency is technically not the agent of record (the wholesaler is), in all likelihood, your agency has no binding authority. To bind a risk, you would need to advise the wholesaler. Realize, though, that the wholesaler might not even have the authority and may need to contact the carrier.

Due to this situation, do not advise the client that coverage is bound until the wholesaler confirms it.

E&S proposals can be unique and contain some forms/ endorsements/exclusions for which you must watch. A General Liability policy in the E&S market might look much different than a General Liability policy in the standard

It is crucial that you know the “rules” when dealing with various wholesalers. In virtually all circumstances, the wholesaler will make clear what is needed to bind coverage.

Is premium payment needed in advance of the binding?

Moreover, don’t just send the application and forget about it.

Follow up with your wholesaler to ensure the application was received and to check whether any additional information is required.

26 FEBRUARY 13

Are the affidavits needed to bind coverage or do you have some time to get these completed? This may vary among wholesalers.

Another “big” issue is that coverage must be bound on or before the effective date for coverage to be put into effect.

There is no back-dating in the E&S market, so request binding in advance of the actual effective date. This may prompt a higher level of priority on the handling of these accounts.

Know the carrier There are many E&S carriers that do a fantastic job.

Unfortunately, many of these carriers will not exactly be a household name. When you receive proposals from the wholesaler, look at who the carrier is. It may be a new carrier you have never heard of or one you have not dealt with previously.

It is recommended that agency management establishes a guideline detailing what an acceptable rating is. It is best to factor in how your agency’s E&O policy addresses this issue to ensure that if the carrier became insolvent, the agency would have protection under its E&O. It is easy to check carriers’ ratings through the A.M. Best website (www.ambest. com). With the exception of New Jersey, the State Guaranty Fund does not provide any protection if an E&S carrier is declared insolvent.

Do your homework The wholesalers you do business with will be especially busy during a hard market. Work with them and you will find that they will work with you. Doing your homework and having a professional relationship with these folks could make a big difference in whether your application gets to the top of the pile.

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by The Professional Insurance Agents of Wisconsin, Inc. The CIC (Certified Insurance Counselor) program fulfills the need for quality, comprehensive insurance education with practical value. The CIC designation honors and rewards insurance professionals for their personal dedication, excellence and achievement. The designation means you have the knowledge and the expertise with which to succeed in an ever-changing, highly charged profession.

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March 27, 2013 SECURA – Appleton, WI 10:00am – 3:30pm (lunch provided)

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10:00 am - 10:30 Intro to Social Media 10:30 am - 12:00pm Set up your Business Facebook/Twitter/LinkedIn/ YouTube Pages 12:00 pm – 12:45 Lunch 12:45 pm – 3:00 How to Utilize Social Media & your Pages 3:00 pm – 3:30 Questions

Yes, sign me up for the Social Media Seminar I will be bringing my own laptop __________ I need to use a provided laptop ________ A temporary email address will be provided to you for the initial set up of your social media accounts. You will be able to change the email if you wish and instruction to do so will be given.

Do you have approval from the owner of the business to set up these accounts in their business name Owners email address _______________________________________________ Name & Designations: ___________________________________________________________________ (Please Print)

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Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Rd. Madison, WI 53719 [P] (608) 274-8188 (800) 261-7429 [F] (608) 274-8195 (866) 203-7461 www.piaw.org

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FEBRUARY 13 29

Guessing Game:

Why retirees are holding off

Quitting until age 80!

(CNNMoney)

A

As they struggle to save for retirement, a growing number of middle-class Americans plan to postpone their golden years until they are in their 80’s. Nearly one-third, or 30%, now plan to work until they are 80 or older—up from 25% a year ago, according to a Wells Fargo survey of 1,000 adults with income less than $100,000.

“It is so tough for Americans to save for retirement that the answer seems to be to work longer,” said Joe Ready, director of Wells Fargo Institutional Retirement and Trust.

Overall, 70% of respondents plan to work during retirement, many of whom plan to do so because they simply won’t be able to afford to retire full time. But working well into your 70’s, 80’s or even 90’s, isn’t always realistic, said Ready.

Nearly three-quarters of those who plan to work into their 80’s say their employer won’t want them working when they’re that old, for example. Other roadblocks, like health issues, could arise as well.

Those who are unable to work as long as they intend could therefore face a very grim reality. In fact, more than onethird of Americans could wind up living at or near poverty in retirement, the survey found.

Related: How they’re getting ready for retirement About 34% of middle-class Americans expect their retirement income to be 50% or less of their current annual income.

Given Census Bureau data showing a median household income of $50,054 in 2011, this would mean living on roughly $25,000 or less per year – which is near the poverty line for a family of four, the report found.

Retirement saving on the backburner: Half of middle-class Americans report that their most pressing financial concern is paying their monthly bills, up from 37% a year ago.

Saving for retirement is second on the list.

Respondents also said that home remodeling and vacation planning have taken precedence over saving for retirement over the past 12 months.

Related: Countdown to retirement: 10 years to go As a result, there’s a huge disparity between what people need and what they have saved. While respondents said they will need a median of $300,000 in total savings to support themselves in retirement, the average amount saved is only $25,000. Overall, 53% of Americans say they don’t know whether they will have enough saved for retirement—up from 42% last year.

Despite falling short of expectations, half of respondents said they consider themselves responsible for funding their own retirement through saving and investing. Another 27% said they will fund their retirement through their employer’s plan, while 24% said they will mainly rely on Social Security benefits.

Related: How to make your retirement savings last Aside from putting daily bills and current financial needs ahead of retirement saving, many Americans aren’t in the position to adequately fund their own retirement because they have no idea how much to save. Only 22% say they have calculated the amount of money needed for retirement – whereas 75% of respondents said they guess. (Find out how much you will need for retirement). [continued on page 35]

30 FEBRUARY 13

MAPLE VALLEY MUTUAL Insurance Company “The Promise You Can Trust” Maple Valley Mutual’s vision is to be the best smaller mutual insurance carrier in northeastern Wisconsin.

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FEBRUARY 13 31

2013 Ethics & Hot Topics Anyone Can Attend! All Approved for the Utica Premium Discount!

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February 14

Radisson – Green Bay 8:00 – 4:15 p.m.

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march 21

Hilton Garden Inn – Milwaukee Legal & Ethical Responsibilites (Patrick Deem) 4 WI Ethics CE - Course #64288

8:00 – 11:45 a.m.

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Cranberry Country Lodge – Tomah 8:00 – 4:15 p.m.

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NOVEMBER 12

Radisson – Green Bay 8:00 – 4:15 p.m.

Insuring Toys, Certificates of Insurance Additional Insureds, Workers Compensation (John Dismukes) 8 WI CE – Course # Coming

December 10

Hilton Garden Inn – Milwaukee 1:00 – 4:45 p.m.

Ethics & Legal Considerations (John Dismukes) 4 WI Ethics CE – Course #61059

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Attention CICs! Exciting update options.

CIC Graduate Ruble Seminar February 12 & 13, 2013 | Radisson – Green Bay, WI July 18 & 19, 2013 | Hilton Garden Inn – Milwaukee, WI October 3 & 4, 2013 | Marriott Madison West – Middleton, WI 16 WI CE (4 are optional Ethics)

visit www.piaw.org or call PIA at 1-800-261-7429 32 FEBRUARY 13

Certified Insurance Service Representative Open to Anyone!

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INSURING COMMERCIAL PROPERTY

Commercial property insurance is one of your business customers’ greatest concerns. You’ll improve your cross-selling abilities with up-to-date knowledge of commercial property coverage, and reduce E&O exposures. This course gives you the skills to address these issues with greater ease and confidence.

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Feb 27 • Brookfield Feb 28 • Madison

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Group Lunch 12:00 p.m. – 12:45 p.m.

Optional Exam 4:15 p.m. – 5:15 p.m.

$145 Per Course Register at www.piaw.org or call 800-261-7429

AIA Tired PC BACK 11_9_11:AIA 02.10.10 PC BACK 11/16/11 1:35 PM Page 1

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FEBRUARY 13 33

10

Support

tips to

New CSR Success

Most agencies cringe at the thought of bringing a new CSR onboard. Will she get along with everybody? Who will train her? Will her work be accurate and reliable? How fast will she learn our agency management system, rating programs, and carriers? Will she connect with our customers? While this conventional thinking puts the burden of success on the new employee, it’s the employer who is primarily responsible for ensuring that the qualified new hire is a winner.

1. Before the CSR’s first day, let everyone know a little personal information about her and why she was chosen to be part of your agency team.

2. Have her workstation clean and organized with equipment to be up and running on the first day.

Remove all things that she won’t need for the job or was the personal property of the former employee. Having business cards and a name plate ready is a nice touch.

3. Plan the reception that your new employee receives from the minute that she walks in on her first day. This includes being greeted warmly by all employees and scheduling a break time to mix and mingle.

by Emily Huling, CIC, CMC

10. The manager or training coordinator should provide weekly feedback and monthly updates to both the employee and the owner. This keeps the training and education process on track and opens communication for adjustments in the training schedule. A highly-monitored program helps avoid surprises and if things don’t work out, the situation can be handled within the 90-day trial period.

Think of your new employee as a guest. Be welcoming, helpful, have the place in good order, and educate them on the house rules. With an effective 90-day orientation, your new CSR will be a guest you want to have around a long time.

Emily Huling, CIC, CMC helps the insurance industry create topperforming sales and customer service organizations. She is the author of Selling from the Inside, Great Service Sells, and Kick Your “But.” For information on her programs and products call 888-309-8802 or visit www.sellingstrategies.com <http://www. sellingstrategies.com/> .

4. Assign an office buddy. Match your new CSR with a coworker from another department who will make introductions and familiarize her with general office information. This assures a cross-departmental welcome which is often overlooked.

5. Agency owners should spend some time to welcome the new hire and impart firsthand the vision and values of the agency.

6. Have a 90-day structured orientation and training program in place to coincide with the 90-day probationary period. Within that time both the manager (or assigned training coordinator) and new employee will have enough interaction to determine if the employment is working as it should.

7. Expose the new hire to as much as the agency operation as possible through shadow training. Have the CSR spend several hours or more with coworkers in various departments and positions to get a feel for job responsibilities and the flow of the agency.

Selective has been a trusted provider of insurance solutions since 1926.

Working with our elite group of agents, we focus on providing the business and personal insurance solutions that best meet our customers’ needs.

Get to know us today.

Metro Milwaukee Bonnie.Weiss@selective.com

West & Central WI James.Wasserburger@selective.com

Green Bay/Fox Valley Robert.Reinke@selective.com

8. Utilize as many coworkers as possible for technical, product, and technology training. This not only spreads the work around, it helps build relationships.

9. Ask your carriers for assistance in training. Marketing reps love to do this to gain loyalty and get business.

34 FEBRUARY 13

©2012 Selective Ins. Group, Inc. (Branchville, NJ). “Selective” insurers include Selective Ins. Co. of America, Selective Ins. Co. of New England, Selective Ins. Co. of N.Y., Selective Ins. Co. of South Carolina, Selective Ins. Co. of the Southeast, Selective Way Ins. Co. and Selective Auto Ins. Co. of N.J. Insurers and products available vary by jurisdiction.

SI-12-077

Get Online With PIA Eservices

Websites | Social Media | Blogs | and More!

www.pia-eservices.com

Guessing Game [continued from page 30] And guessing can be dangerous. While respondents estimated that the median cost of their out-of-pocket healthcare in retirement will be $47,000, for example, industry estimates put those costs closer to $260,000 or more, according to the report.

C reate moments that matter...

“People tell us that retirement preparation should be on their shoulders but they are grappling with financial pressures each day,” said Laurie Nordquist, director of Wells Fargo Institutional Retirement and Trust. “As a result, retirement has become a guessing game.”

ever-changing needs of policyholders.

For over 100 years, Austin has been constantly creating solutions and services to meet the

OCI Administrative Actions [continued from page 10]

Allegations and Actions Against Companies Ogilvie Security Advisors Corp., 71 S. Wacker, Ste. 3025, Chicago, IL 60606, had its insurance license revoked. This action was taken based on allegations of failing to pay Wisconsin delinquent taxes due.

West Bend Mutual Ins. Co., 1900 S. 18th Ave., West Bend, WI 53095, was ordered to pay a forfeiture of $3,000.00, was ordered to cease and desist issuing nonrenewal notices that fail to state with reasonable precision the facts on which the nonrenewal was based, and was ordered to cease and desist violating previous OCI orders. These actions were taken based on allegations of issuing improper mid-term cancellations or nonrenewals of insurance policies.

1-800-328-4628 | www.austinmutual.com

Scan to stay connected with Austin Mutual

FEBRUARY 13 35

AUTOMATION c rner I will work for you

I

in spite of

Your Social Media

I am 52 years old – I have 2 friends on Facebook and our agency is supposed to have a social media presence. I know as much about Search Engine Optimization as I know about my car’s engine. C’Mon Man! My son has asked me when I was going to get with the times and apparently he was not talking about the New York Times.

I am an insurance agent trying to be a social media guru.

by Kathy Mulder, Nolan Insurance Agency LLC Director PIA Wisconsin

Six years ago when I was on the PIA Automation Committee we were changing the face of insurance by going paperless. I don’t think Al Gore had even invented the internet yet.

Not only do I worry about our agency presence in the social media game but I question why my picture has to float around the internet with no way to recall it and how can my picture be tagged without my approval?

If you want to set up your Agency’s Facebook page, LinkedIn account, and Twitter account the PIAW will be hosting just the workshop for you!

This year I became the Board Liaison for the PIA Automation Committee and agencies ask me the question – “What is the minimum that I can do on web to be noticed”? I hear terminology that might as well be Greek to me and in the next thought I am thinking OMG – BTW – LOL – I think I may have joined just in time. I am fortunate to have a daughter in law that dragged me, kicking and screaming toward modern methods of communications.

Where – Secura Insurance Company – Appleton

Does your agency have a Facebook page? Are you on LinkedIn? Do you tweet? Why does it matter if you have a social media presence, agency principals, including myself are getting older, our customers are much younger and we need to have another avenue for your customers to reach you? The times they are a changing!

Has anyone in your agency responded to a personal Facebook post and written an account because of it?

Probably. I am determined to take my old people blinders off and push forward into the social media world.

Would you be interested in a workshop which will walk you through the steps to be on Facebook, LinkedIn and Twitter?

36 FEBRUARY 13

When - March 27, 2013 – 10:00 a.m. to 3:30 p.m.

Who – Seth Pfaehler – Project42 Design - Mediator Look for the registration on page 29 of this month’s magazine, or better yet log onto www.piaw.org, click hot topics, and scroll down to find the registration form on the website.

The morning session will walk you through setting up your social media accounts, then in the afternoon, watch out – you best be ready to go – learn tips on when to post, what to post, why in the world do you want to tweet, will a LinkedIn account help you or hurt you. Really do you need a YouTube channel?

Did you know if you post on Facebook you can also automatically tweet? I almost sound like I know what I am talking about. Even though our agency has a website and a Facebook page, I am learning so much by being a part of the PIA Automation Committee.

Join the PIAW at the Social Media workshop and let’s burn those old people blinders together. I welcome any comments or questions – Kathy Mulder – kmulder@nolanins.com

Colors: Black • Modified By: PMH File Location: PrepressMAIN:Active:R:Rockford Mutual Insurance Company_RMIC:RMIC-Ads:RMIC-Ad_3-625x5_WI P Comments:

the agent is our customer ► We strive to provide one-stop shopping to our agents by meeting both their Personal and Commercial Lines insurance needs.

► All our initiatives are focused on making it

Since 1896

ROCKFORDMUTUAL I N S U R A N C E C O M P A N Y Putting Lives Back Together

SM

When the unexpected happens...

easy to do business with us, with the goal of helping our agents grow their revenues.

► We firmly believe that the independent agent model is the best distribution channel for our products both today and in the future.

M U T U A L

I N S U R A N C E

For information about becoming a Partners Mutual Insurance agent, please contact our marketing department at Schumann.Lyn@PartnersMutual.com 20935 Swenson DriveWaukesha, WI 53186www.partnersmutual.com an affiliate of Penn National Insurance

Where Better Service Matters  Since 1931

Rely on RMIC

Contact our Marketing Department at 815-489-3158 Rockford Mutual Insurance Company P.O. Box 5626 • Rockford, IL 61125 www.rockfordmutual.com

FEBRUARY 13 37

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. OFFICERS

DIRECTORS Dennis Kuhnke, CIC, CPIA PIAW National Director Jack C. Loyda & Associates, Ltd. 4414 N. Oakland Ave. Shorewood, WI 53211 Phone 414-332-5150 Fax 414-332-7267 dkuhnke@loyda.com

Mr. Jeff J. Glass, Vice President A.F. Glass Insurance Agency PO Box 1149 Lake Geneva, WI 53147 Phone 262-248-5555 Fax 262-248-5544 jglass@glassinsurancecenter.com

Mr. John W. Klinzing, CIC Affiliated Ins. Agencies of WI, LLC 3830 Atwood Ave. Madison, WI 53714 Phone 608-310-3924 Fax 608-441-8787 johnk@affiliatedllc.com

Ms. LouAnn Herriges, CIC, CISR Treasurer Johannesen-Farrar Inc. PO Box 347 Delavan, WI 53115 Phone 262-728-2631 Fax 262-728-2312 louannh@jfinsurance.com

Mr. Brian MacGillis, CPIA MacGillis Agency, Inc. W3934 County Highway H PO Box 100 Fredonia, WI 53021-0100 Phone 262-790-0000 Fax 262-790-0004 brian@macgillisinsurance.com

Mr. Rick Clements, LUTCF, MDRT Secretary Clements Ins. Agency, Inc. 317 N. 6th St. Wausau, WI 54402 Phone 715-842-1664 Fax 715-848-3337 rick@clementsagency.com

Ms. Kathy M. Mulder Nolan Insurance Agency LLC PO Box 238 Brandon, WI 53919 Phone 920-346-2241 Fax 920-346-5600 kmulder@nolanins.com

April 2013

Mr. Trey Neher, CIC, CISR THZ Insurance Group 420 E. Northland Ave. Appleton, WI 54911 Phone 920-730-0123 Fax 920-833-6870 tneher@thzins.com Mr. Steve Rodgers Premier Insurance Services 400 E. Cedar St Pulaski, WI 54162-8828 Phone 920-822-3695 Fax 920-822-1177 srodgers@premiercommunity.com Mr. Dennis Rupers, CIC, CISR Don Rick, Inc. PO Box 465 Portage, WI 53901 Phone 608-742-5548 Fax 608-742-5540 dennis@don-rick.com Ms. Kori Sagen Sagen & Associates 1002 1st Center Avenue Brodhead, WI 53520 Phone 608-897-9100 Fax 866-803-5135 kori@sageninsurance.com

STAFF PIA of Wisconsin, Inc. 6401 Odana Road Madison WI 53719 Phone: 608-274-8188 Toll Free: 800-261-7429 Fax: 608-274-8195 Toll Free Fax: 866-203-7461 www.piaw.org Ronald Von Haden, CIC Executive Vice President rvonhaden@piaw.org Mandy Behrens Administrative Assistant mbehrens@piaw.org Darcy Brown Member Benefits Coordinator dbrown@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Becca Prestbroten Special Project Coordinator bprestbroten@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org

12-13

CIC/RUBLE Green Bay (16 WI CE 4 of 16 optional Ethics)

14

WILLIAM T. HOLD Green Bay (8 WI CE–3 are Ethics)

27, 28

CISR COMMERCIAL PROPERTY Brookfield, Madison (8 WI CE)

13, 14

CISR PERSONAL LINES Fond Du Lac, Rothschild (8 WI CE)

20-22

CIC COMMERCIAL PROPERTY Milwaukee (20 WI CE)

21

ETHICS Milwaukee (4 WI Ethics CE)

27

SOCIAL MEDIA SEMINAR Appleton

10, 11

CISR COMMERCIAL CASUALTY #2 Brookfield, Green Bay (8 WI CE)

1 YPC Brewer Game Milwaukee

May 2013

1 CPIA Green Bay (7 WI CE)

1-3

CIC LIFE & HEALTH Green Bay (20 WI CE)

14, 15, 16

NATIONAL HEALTH CARE REFORM Rothschild, Green Bay, Brookfield (4 WI CE)

June 2013

12-14 CIC Agency management Milwaukee (20 WI CE–4 are Ethics)

July 2013

38 FEBRUARY 13

March 2013

August 2013

Coming Events

February 2013

Ms. Tracy A. Oestreich, CIC, AU, CPIA President Anderson Ins. Associates, Inc. W177N9856 Rivercrest Dr., Ste. 215 Germantown, WI 53022 Phone 262-789-8500 Fax 262-754-6038 tracyo@iaanetwork.com

19, 20, 21

CISR AGENCY OPERATIONS Brookfield, Green Bay, Madison (8 WI CE)

17

CISR LIFE & HEALTH Milwaukee (8 WI CE)

18-19

ruble Milwaukee (20 WI CE)

31

64 th ANNUAL CONVENTION WI Dells

1-2

64 th ANNUAL CONVENTION WI Dells

Your customers deserve a

Silver Lining.

®

When something bad happens, it may not be a disaster. But no matter what it is, your customers always deserve fast and fair service from their insurance company.

West Bend provides a Silver Lining, no matter what the claim may be. If your customer’s beloved pet is injured in an accident, having coverage for veterinarian expenses is important. So that’s just what we do with our Home and Highway® policy.

Some things can never be replaced. But if something bad does happen, West Bend makes sure your customers experience the Silver Lining. Because the worst brings out our best.®

6401 Odana Road Madison, WI 53719 Change Service Requested

Professional Insurance Agents of Wisconsin, Inc. 6401 Odana Road • Madison, WI 53719 (608) 274-8188 • (800) 261-PIAW • FAX (608) 274-8195 • TOLL FREE FAX: (866) 203-7461 www.piaw.org

MEMBERSHIP APPLICATION Agency Name_______________________________________________________________________________________________________________ Street Address_______________________________________________ PO Box_______________________________________________________ City, State, Zip_______________________________________________ County_______________________________________________________ Phone_______________________________________________________ FAX_________________________________________________________ E-mail Address_______________________________________________ Website Address______________________________________________

Primary Contact Information:

The Primary Contact will receive a copy of the Wisconsin Professional Agent magazine and all mailings from PIA State and National.

The Primary Contact will have voting privileges at both PIA State and National.

Name & Designation

DOB

Gender

Employment Status

Part-time

Magazine

Nat’l Voting

Privilege

o o

Male Female

o o

o

Corporation

Licensed Owner Licensed Producer

INCL INCL

o

Agency Information: Agency Type:o Sole Owner

o

Top 3 P&C Companies (list in order)

Partnership

Other Association affiliated with_____________________________

1)__________________________ 2)__________________________ 3)____________________________

Which Agency Management System are you using____________________ E&O Carrier_______________________________________Exp. Date______________ Annual P&C Prem. Vol._____________________________

Calculate Membership Amount Due:

Part-time employees count as one-half. If count ends in half, drop half. # Owners_________+ # Producers_________+ # Licensed staff_________+ # Unlicensed staff_________= Total Agency Size_______________ DUES SCHEDULE

Total Agency Size $Amount Total Agency Size $ Amount 1 335 16 890 2 375 17 930 3 415 18 965 4 450 19 1005 5 490 20 1030 6 525 21 1070 7 570 22 1105 8 605 23 1145 9 640 24 1180 10 675 25 1220 11 710 26 1255 12 750 27 1295 13 780 28 1330 14 815 29 1370

15 855 30 & Over 1400 I certify that the information on this application is true and correct.

Signed_______________________________ Dated_______________________

Total Amount from Dues Schedule $_______________ Send:

o

Check

o

MC

o

VISA

o

DIS

o

AMEX

Card No._________________________________________________________ Exp. Date_________________________________________________________ Name as it appears on card:__________________________________________________ Billing address if different from above: __________________________________________________________________ __________________________________________________________________ Payments to PIA are not deductible as charitable contributions for federal income tax purposes. However, they may be deductible under the provisions of the Internal Revenue Code as a business expense.